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[ 洋図書 ] The Oxford handbook of strategic sales and sales management / ( Oxford handbooks )

edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy. -- Oxford University Press, -- 2011. --

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所蔵館	所蔵場所	資料区分	請求記号	資料コード	所蔵状態	資料の利用
配架日	協力貸出	利用状況	返却予定日	資料取扱	予約数	付録注記	備考
中央	書庫	一般洋図書	F/673.3/O98/O	7100912150		Digital BookShelf
2012/09/19	可能（館内閲覧）	利用可			0

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資料詳細

ISBN	0199569452 (hbk.)
ISBN13桁	9780199569458 (hbk.)
テキストの言語	英語
分類：NDC10版	673.3
本タイトル	The Oxford handbook of strategic sales and sales management /
著者名	edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy.
その他のタイトル	Strategic sales and sales management
出版地・頒布地	Oxford :
出版者・頒布者名	Oxford University Press,
出版年・頒布年	2011.
数量	xxi, 637 p. :
他の形態的事項	ill. ;
大きさ	26 cm.
書誌注記	Includes bibliographical references and index.
内容注記	Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy -- The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane -- Stragetic leadership in sales : understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty -- Achieving sales organization effectiveness / David W. Cravens -- The changing sales environment : implications for sales and sales management research and practice / Nick Lee -- Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao -- Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo -- Training and rewards / Mark W. Johnston -- Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr. -- Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Customer selection to acquire, retain, and grow / Andrea L. Dixon -- Customer relationship management and the sales force / Thomas W. Leigh -- The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn -- Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan -- Sales technology / Gary K. Hunter -- Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters -- The strategic role of the selling function : a resource-based framework / Thomas W. Leigh ... [et al.] -- Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones -- The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey -- Marketing : the anchor for sales / Noel Capon.
著者標目	Cravens, David W. Le Meunier-FitzHugh, Kenneth. Piercy, Nigel.
統一タイトル(シリーズ副出標目)	Oxford handbooks.
シリーズ名・巻次	Oxford handbooks
一般件名	Marketing -- Management. Sales management.
資料情報1	『The Oxford handbook of strategic sales and sales management /』（Oxford handbooks）　edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy.　Oxford University Press,　2011. （所蔵館：中央　請求記号：F/673.3/O98/O　資料コード：7100912150）
URL	https://catalog.library.metro.tokyo.lg.jp/winj/opac/switch-detail.do?lang=ja&bibid=1348520245

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